The Blueprint for Closing 575 Units per Year

Derrick Polder breaks down exactly how he closes 575 units a year: a tiered realtor strategy (channel accounts, A accounts, and a mass 'net' for onesie-twosies), a 7-week agent bootcamp he runs quarterly, database events, and a Google review system. Best for LOs who want a scalable, systems-based agent referral business rather than a hustle-and-hope approach.

Takeaways you can run this week

• Define three tiers of realtor targets: Channel Accounts (agents with 20+ buy-sides/year, goal = 12+ deals), A Accounts (agents who can send 4+ deals/year), and Net Contacts (everyone else in your market). Spend Monday–Friday energy on Channel and A; let email marketing and classes capture the rest.
• Run a 7-week agent bootcamp every quarter on Zoom. Derrick's current topic: 'How to do 3 deals a month in 60 days.' Promote it on Facebook/Instagram, capture RSVPs via Eventbrite, bring a marketing assistant as on-screen 'co-host' so you're not talking at a camera alone. Target new agents specifically — they're hungry and will show up.
• Send two emails per week to your entire agent database: (1) a weekly rate breakdown covering 30-year, 15-year, and key products, and (2) a market update or program highlight. Add every listing agent from your closed deals to this list each month — your net grows automatically.
• After every funded loan, trigger a message congratulating the borrower and asking them to leave a Google review. If they can only do one, direct them to Google. Derrick has 602 Google reviews; Google Business Profile now generates inbound leads for his team.
• Hold a Monday pipeline meeting covering every active loan. Use Mondays exclusively for outbound calls to buyers with questions, listing agents, and buyer's agents. This is how Derrick keeps his fingerprint on all 575 deals without taking every application himself.
• Teach agents a competitive-offer tactic to stand out in low-inventory markets: suggest the buyer make a portion of earnest money non-refundable (e.g., $5,000 of a $10,000 deposit) and have it released to the seller within 72 hours of contract acceptance — the seller is $5K richer in 3 days, not 45.

The playbook

1. 1. Tier your agent database: Channel (20+ buy-sides/yr), A Account (4+ deals/yr), Net (everyone else).
2. 2. Pursue Channel and A accounts actively — lunches, events, personal calls.
3. 3. Grow your Net list by adding every listing agent from closed deals to your email database monthly.
4. 4. Email the full list twice a week: rate breakdown + market/product highlight.
5. 5. Every quarter, launch a 7-week agent bootcamp on Zoom. Promote on social and via email. Capture RSVPs on Eventbrite.
6. 6. Deliver classes with a marketing assistant as co-host; follow up personally with agents who engage.
7. 7. At funding, trigger a Google review request. If borrower can do only one review, direct to Google.
8. 8. Every Monday, run a full pipeline meeting and make all outbound problem-resolution calls yourself.

Worth quoting

“You're not married to them — forget you're married, go dating with them.”

“If you really just approached your business like a business with systems and structure, it stops being a rollercoaster and becomes predictable and repeatable.”

Best for

LOs who rely on a handful of agent relationships and want a tiered, systematic approach to scaling referrals to 30+ active agent accounts.